Day in and day out, sales people are inundated with sales tips, new technologies, and industry updates. It’s easy to get distracted by the newest trends and lose sight of your true objective. Of course, sellers’ priority is to grow revenue, but those that are successful are clear about their “why.”
Brandon Dean, President of AVIO Consulting was recently interviewed by the Dallas Business Journal. His answer to how he competes with bigger rivals is a great example of a clear vision. Rather than trying to beat larger competitors at their own game he is committed to delivering on his unique value. He’s clearly defines his vision for the company, “We provide a high-touch, highly efficient engagement model. And organizations find that you can get more out of working with us with fewer people than working (with) another firm that may have 15 people on a project instead.” That’s a powerful “why” statement clearly linked to revenue generation.
Many sales people struggle to connect their personal sense of purpose to the role of selling. It’s important to ensure that you understand and remember why you are where you are. Everyone is motivated differently, so this is certainly a personal exercise.
Be diligent in connecting your “why” with generating revenue. Making the connection is often achieved by clearly identifying how revenue generation directly supports your personal purpose. What’s the personal and emotional impact you’ll experience from achieving the revenue and vision of your goals?
This focus is a key to success because it creates a drive to eliminate distractions and spend your time on activities that fulfill your personal vision. While you’re “on the clock,” make sure that you’re either seeing prospects or clients, or setting appointments to see prospects or clients. Make sure that your main focus is on what fulfills your vision by moving the sales process forward.
By clarifying your vision or goals, and aligning it with revenue generation, you’ll apply a powerful sense of purpose to your sales activities. This sense of purpose will make you more efficient, more productive, and increase your overall performance.
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How you interact with your prospects the first time you meet them—before you ever make a presentation—can have a greater impact on your likelihood of closing a sale than the actual aspects of the product or service you have to offer. |
Having personally tested and proved the Sandler Method to be effective, Tina is passionate about assisting clients in reaching their full potential through the Sandler sales methodology.
